Colleen’s Blog

Your customer today is in a tough spot when making decisions. If you’re a seller trying to convert new prospects into buyers, you’re feeling the effect.

The most successful organizations I work with right now are nimble. That means they are quick to conduct meetings and action important ideas. If you want to successfully come out of the economic crisis, you have to embrace nimbleness.

Is your sales team taking the time to truly understand your customer?

Effective sales coaching can be elusive. Often, it can be done with little to no structure, on an impromptu basis, or only conducted when a seller is in a slump.

Ready to hire a new salesperson or salespeople for your team? Do this before hiring!

Too many leaders today are still stuck in a “behind the desk” mindset. They fixate on managing data rather than on managing their relationships with people.

It used to be that buyers needed to know you first before they could trust your product. Today the reverse is true.

A client of mine recently emailed me and mentioned that they lost two of their biggest clients.

As a seller, each day you have a set of tasks that need to be completed. Don't put off your "must-dos."

Decision paralysis is a real thing. It's when your buyers are so overwhelmed with information that they can't make a decision. Best case, they simply delay. Worst case, they cancel the project, spend their money on something else, or they just go with the incumbent. Neither of those options are good for any of us, especially when you're the incumbent.